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Cross-cultural business behavior : negotiating, selling, by Richard R. Gesteland

By Richard R. Gesteland

Now readers of the fourth version will locate much more of that useful tips for negotiating with consumers and providers all over the world. they're going to additionally locate clean new situations, extra negotiator profiles and comparisons of Nordic enterprise cultures in addition to certain recommendation for adapting revenues shows to the tradition of the buyer.

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Extra info for Cross-cultural business behavior : negotiating, selling, sourcing and managing across cultures

Sample text

But now dear reader, here’s a little quiz: just one question. In the example of the north/south divide in Europe, did you perhaps feel I was putting down the Italians, criticizing their lack of punctuality? If that was your impression it shows you were probably raised in a monochronic culture where punctuality, tight scheduling, firm agendas, rigid deadlines and uninterrupted meetings are important virtues. On the other hand, if you did not think I was criticizing southerners, you more likely grew up in a polychronic culture.

Around midnight Flemming glanced at his watch. “Sr. Garcia, as I mentioned to you when we discussed your visit, I have a very early flight tomorrow to Tokyo. So you’ll forgive me if I leave you now. Margrethe will make sure you get back to your hotel all right and then drive you to the airport tomorrow morning. ” Next morning in the car on the way to the airport José Garcia was uncharacteristically silent. Then he turned to the young assistant: “Margrethe, would you please tell your boss I have decided not to sign that contract after all.

1 The Cross-Cultural Communication Gap Direct language DF_____________________RF Indirect language Over the last 35 years I have noticed that the nearer the RF-end of the continuum a culture is located, the more vague and indirect people are with their language. On the other hand, the nearer they are to the DF end, the more frank and direct people tend to be. ) Things can get confusing when the two parties in a negotiation come from opposite poles, for instance when North Americans and Japanese interact.

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